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Gaining the Advantage in Sole-Source Negotiations

  • No Jitter
  • 7/9/2018
  • Ben Fox

It's no secret that at TechCaliber Consulting we believe competitive procurements for network infrastructure and services always deliver the best negotiated outcome. But we also understand that sourcing through a competitive process isn't always practical or possible.

Many companies conduct "sole source" supplier negotiations for a variety of reasons. We frequently see sole sourcing for mid-term contract renegotiations, negotiations for specific technology products that have no acceptable/desirable alternative, and negotiations involving the addition of network services to an existing contract.

However, a sole-source procurement should still involve a negotiation, and there are many ways you can improve your negotiating position with a supplier even if there aren't other suppliers around to exert competitive pressure.

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